Not all prospects are created equal. While some are merely curious, others are actively interested in your product or service. Understanding the difference is essential for a successful sales strategy.
Treating every prospect the same way wastes valuable time and even risks losing a sale. Curiosity and interest represent different levels of engagement and require distinct approaches.
Curiosity indicates a low level of engagement in which the prospect is seeking information out of general interest or to satisfy a passing question. They may be intrigued by what you’re offering, but they haven’t yet connected it to a specific need or desire.
Therefore, a curious prospect will:
- Ask exploratory or surface-level questions
- Seek basic information about the product or service
- Browse or show mild interest without a strong intent to act
- Possibly engage in a conversation without a clear intent to buy.
A person who is interested is different. Interest indicates a higher level of engagement in which the prospect has identified a potential need or desire that your product or service could fulfill.
An interested prospect is actively considering your offering as a possible solution and is more likely to move toward a buying decision.
Their behaviors will likely entail:
- Asking more detailed or specific questions about how the product or service works
- Comparing your offering with other options or competitors
- Showing concern for details like pricing, implementation, or timing
- Expressing a problem or goal that aligns with what you’re selling.
Your job is to know the difference. So you don’t waste your time or ambush your sale, your commitment objective needs to change.
Tailoring your approach saves time and ensures you meet prospects where they are. A curious prospect needs nurturing, while an interested prospect needs a clear call to action.
Listen closely to what your prospects say and observe their behavior. By doing so, you’ll know whether to nurture or close. Experience, as always, is your best teacher.
Invest in your growth as a salesperson, and you’ll see the difference this knowledge makes.